Senior Manager, Sales Execution

SUMMARY OF JOB PURPOSE:

The Senior Manager of Sales Strategy & Execution is responsible for driving core sales processes and building sales capabilities for the Field Sales roles within the corporate and field teams. He/She will work to develop and operationalize sales processes and capabilities that will enable the field sales organization to drive growth and increase market share.

This role will align their work with the sales organization’s priorities both at the corporate and Region level that are designed to achieve Sysco’s strategic growth plans.  Design, execution, and ROI tracking of corporate developed initiatives targeted to the sales organization. Involvement will include serving as a liaison between the field, corporate, and customer groups to align on best practices and create tools to build out capabilities to strategically leverage our resources to grow sales. 

Successful candidates must possess a broad base of Sysco, as well industry operating knowledge, ability to implement change, facilitate well-constructed verbal and written communication between corporate and Region contacts, as well as executive leadership.

DUTIES AND RESPONSIBILITIES:

This individual will be responsible for the end to end design and implementation of sales processes and capability building efforts in the field.  This will include, but not be limited to:

• Develop & operationalize core sales processes for corporate and field sales functions, along with enabling technologies. Manage the integration of corporate-related activities in other functional areas, such as merchandising, marketing, etc
• Manage the design, development, and execution of enterprise initiatives that directly impact and support the sales roles that touch the core sales processes
• Work with field and corporate teams to ensure sales processes are adopted to meet enterprise sales growth goals
• Collaborate across corporate functional teams, with input from Region leaders, to build and support tools and processes to identify and prioritize opportunities for Regions to allocate their resources. This includes but is not limited to the building of progress reports, evaluation summaries and distribution of success rates within Sysco360
• Define sales capabilities and develop the roadmap to enhance these capabilities across the enterprise
• Work closely with Sales Technology Enablement and Learning and Development teams to develop communication, training, and deployment plans to support sales processes and capability building efforts
• Ensure we have the right process and activities in place to drive desired financial results
• Work cross functionally to drive alignment, accountability, and adherence to sales processes
• Develop annual recommendations on CMPs for field sales roles
• Work closely with Sales Operations team to gain insights from Performance Management analytics and reporting and use those insights to update processes, develop additional resources, or reinforce training
• Contribute to the achievement of financial and non-financial goals and objectives set forth by leadership

PERSONAL CHARACTERISTICS:

• Ability to effectively manage multiple complex projects

• Able to lead change, proactively engage team to identify needed changes and then works with Region and corporate partners to ensure understanding and execution

• Demonstrates influencing skills with the ability to easily connect in a credible manner with field and headquarter leadership

• Anticipates problems early-on, gathering input and considering different points of view to reach the best outcome.

• Possesses an understanding and capability for strategy, process engineering, enabling technologies, and measurement

• Strong communication skills and the ability to communicate appropriately at all levels of the organization; this includes written and verbal communications as well as visualizations

• Thinks and acts proactively rather than reactively and directs resources and stakeholders accordingly

REQUIRED MINIMUM EDUCATION:

• Bachelor’s degree preferred or equivalent experience within the foodservice industry

REQUIRED MINIMUM EXPERIENCE:

• Five to seven years of broad-based experience in sales, sales support functions and leadership positions
• Experience in sales initiatives and deployments

ABILITIES AND SKILLS:

• Strategic planning
• Critical thinking and problem solving
• Cross-functional leadership
• Methodical and organized
• Program/Project Management
• Fluent in Microsoft Office Suite of Applications

WORK ENVIRONMENT

• This position may be located at the headquarters facility in Houston Texas but could be conducted remotely as needed
• Up to 20% travel may be required in this role
• Must be able to travel on occasion to Sysco facilities or operating sites